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Making Money as Mortgage Lender Has Changed

WASHINGTON-The Federal Reserve’s new rules on loan officer compensation are expected to force mortgage companies to review the way they conduct business and compensate their employees. “It’s going to make a lot of people restructure their mortgage departments,” according to Elizabeth Deal, executive vice president of a mortgage subsidiary controlled by the Independent Community Bankers of America. Lenders will have to rewrite the job descriptions of their LOs and compensation packages, “which could really impact their way of life.” The Fed compensation rule allows lenders to pay a loan officer or mortgage broker a flat fee or a percentage of the loan amount. ICBA Mortgage provides community banks with access to the secondary market. Several community banks pay their loan officers a base salary with many LOs receiving a bonus at yearend based on their mortgage production volume. “Probably, this rule change doesn’t affect a majority of our members,” she said, “but it does affect some.” Scott Stern, CEO of Lenders One, a mortgage cooperative with 155 member firms, said there is much confusion about the Fed’s compensation rule among his affiliates. “They are concerned about possible limits on company compensation and loan officer compensation,” he said. The Lenders One CEO stressed that he supports one key objective of the Fed rule, which is to ban compensation practices that encourage LOs to steer borrowers into riskier and higher-priced loans, including nonprime mortgages that carry teaser rates and prepayment penalties. “However, the rule should empower LOs to earn a living based …Continue Reading

 

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